Sr. SMB Account Executive

This job is with GitHub, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ business community. Please do not contact the recruiter directly.

About GitHub

As the global home for all developers, GitHub is the complete AI-powered developer platform to build, scale, and deliver secure software. Over 150 million developers, including more than 90% of the Fortune 100 companies, use GitHub to collaborate and experiment across 420 million repositories. With all the collaborative features of GitHub, it has never been easier for individuals and teams to write faster, better code.

Locations

In this role you can work from San Francisco, California United States | Bellevue, Washington United States | Bellevue, Washington United States

Overview

GitHub is growing its Account Management team and we're seeking experienced professionals to elevate our sales efforts. As an Senior Account Executive, you will develop and execute account plans to meet revenue targets and customer needs and build key business relationships through consultative engagement. The ideal candidate will greatly contribute to the execution of impactful sales strategies, learn from industry-leading practices, and contribute to shaping the approaches of our sales operations in a rapidly evolving market.

This is a Hybrid position, required to go into the Bellevue, WA or San Francisco, CA office 2 days a week on Wednesday and Thursday for collaboration days.

Responsibilities

• Develop and execute comprehensive account plans using methodologies like MEDDPICC to meet revenue targets and align with customer business needs, while anticipating potential challenges and mitigating risks.
• Establish and maintain strong relationships with executives and decision-makers at high levels within customer organizations through consultative engagement, fostering trust and collaboration.
• Lead and coordinate extended virtual teams and key stakeholders, leveraging industry expertise to expand relationships and drive sales acceleration through best-in-class communication techniques.
• Proactively understand and advocate for the customer's business and technology needs, identifying opportunities for optimization and new solutions that align with their strategic goals.
• Build and maintain a robust sales pipeline, ensuring pipeline hygiene and forecasting accuracy, while understanding timelines to advance opportunities through various stages.
• Educate decision-makers on GitHub's value proposition, aligning solutions with customer objectives and establishing a competitive advantage through tailored presentations and business plans.
• Maintain a strong understanding of GitHub's product landscape and industry trends, using this knowledge to inform strategic planning and customer engagement efforts.
  
  

Qualifications

Required Qualifications:

4 years experience in technology-related sales or a related field

• OR Bachelor's Degree in Business, Technology, Liberal Arts, or related field AND 2 years experience in technology-related sales or a related field
• OR Master's Degree in Business Administration AND 1 year(s) experience in technology-related sales or a related field
• OR equivalent experience
• 1 years experience in using various prospecting techniques and tools to identify net-new opportunities.
• 1 years experience selling into technical buyers such as engineering, product, information technology, security, or other technical organizations.
• Ability to work onsite in our Bellevue, WA or San Francisco, CA office a minimum of two days per week.
  
  

Preferred Qualifications

• 6 years' experience in technology-related sales or a related field
• Knowledge of DevOps and/or DevSecOps with understanding of Application Security and CI/CD
• Ability to collaborate effectively within a cross-functional sales team, leveraging collective expertise to develop tailored solutions, enhance client engagement, and close deals in a team-selling environment.
• Strong technical aptitude and ability to become deeply fluent in GitHub’s technology and the industry
• Excellent communication, presentation, and interpersonal skills
• Strong track record of exceeding sales targets and driving revenue growth, ideally in the tech industry.
  
  

Compensation Range

The base salary range for this job is USD $28.56 - USD $40.94 /Hr.

In addition, this role also has the opportunity to earn sales incentives. On target earnings (OTE) is based on a 50/50 base salary/sales incentive.

These pay ranges are intended to cover roles based across the United States. An individual's base pay depends on various factors including geographical location and review of experience, knowledge, skills, abilities of the applicant. At GitHub certain roles are eligible for benefits and additional rewards, including annual bonus and stock. These rewards are allocated based on individual impact in role. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.

GitHub values

• Customer-obsessed
• Ship to learn
• Growth mindset
• Own the outcome
• Better together
• Diverse and inclusive
  
  

Manager fundamentals

• Model
• Coach
• Care
  
  

Leadership principles

• Create clarity
• Generate energy
• Deliver success
  
  

Who We Are

GitHub is the world's leading AI-powered developer platform with 150 million developers and counting. We're also home to the biggest open-source community on earth (and 99% of the world's software has open-source code in its DNA). Many of the apps and programs you use every day are built on GitHub.

Our teams are dreamers, doers, and pioneers, leading the way in AI, driving humanitarian efforts around the globe, and even sending open source to Mars (and beyond!). At GitHub, our goal is to create the space you need to do your best work. We're remote-first and offer competitive pay, generous learning and growth opportunities, and excellent benefits to support you, wherever you are-because we know that people flourish when they can work on their own terms.

Join us, and let's change the world, together.

EEO Statement

GitHub is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people of all walks of life. We don't discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or any other differences. Also, if you have a disability, please let us know if there's any way we can make the interview process better for you; we're happy to accommodate!